Open Houses That Produce

Results

Why Open Houses?

Emailing

Door Knocking

Distribution

Phone Calling

Mailing

Marketing system that builds on Multiple Prospecting

Techniques

Prospecting Menu Sphere of Influence

Emailing

Geographic Farm

Demographic Farm

Open House

Direct Mail

FSBO Expired Contact Advertising Cold Calling Door Knocking Customer Service Time Personal Promotion Social Media

11 days before (Wed)

Familiar Property

Familiar Neighborhood

High Traffic

Select the property YOU

want to hold open

11 days before (con’t) Consider additional agent to assist

Confirm with Listing Agent

Prepare Advertising

Send to Ad Coordinator

Know regulations regarding permits, flags and

balloons

10 days before

(Thurs) Select Area(s) to Invite

Surrounding Neighborhood

Lower Priced Area that would move up to

this property

Your Prospects

Your Sphere of Influence

10 days before

(con’t) Determine Marketing Piece(s)

Invitation

Flyer

Door Hanger

Create or Order

E-Flyer

9 days before (Fri)

Preview Property

Preview Comparable Properties

Active

Contingent (if possible)

Preview Neighborhood

Properties

6 days before

(Mon) Mail Invitations

Install Open Sunday Rider

Door Knock

Invitations

Door Hangers

5 Days before (Tues)

Have Escrow Prepare Buyer Closing Costs

Assurance Mortgage prepare Financing Flyer

Order Water bottles

Continue Marketing Efforts that you selected

4 Days before

(Wed) Collect Local Area

Information

Chamber of Commerce

School District

Association of Realtors

Schools

Shopping

Parks

Transportation

4 days before (con’t)

Start the process over for the next Open House

Prepare E-Flyer as Open House

Personalized with your name (if not your listing)

Make copies

Email to SOI, Prospects

3 Days before

(Thurs) Prepare Handouts for Open

House

Copy of E-Newsletter

Local Information

Check comparable properties

Availability/Status

Open same day?

2 days before (Fri)

If using laptop, prepare slide show of comparable

and or neighborhood properties

Prepare, Personalize, Print Active Comparable

Listings from MLS as handout

1 day before

(Sat) Add to Craigslist as an Open House

The later in the day the better to get better

placement when searched

Social media Posting

Open House

Day

Gather Information to Take

Flyers

Business Cards

Local Information

Name Tag

Comparable Information

Guest Book or Registry

Laptop

Check advertising to be aware of other open houses in the area

Open House

Day Stop at the Market

Buy a bag of ice

Put in kitchen sink with

water bottles from

Assurance Mortgage

Dry Candy/Mints

Flowers

Gift Card for Drawing ($25)

Open House Day

Arrive in time to set

up Go to the home FIRST!

Prepare home for showing

Get seller’s permission

A/C or Heat

Fireplace

Candles or Air Freshener

No Animals!! No Land Mines

Lights On, Drapes Open

Open House Day

(con’t) Put note on door…back in xx minutes

Go to furthest point out and place open

house signs

Often consumers will follow you to

the house…and you’re ready!

Actual Open House Wear your name tag

Your safety is most important. Be aware of your surroundings and security of the home.

Your attitude is key!

Guests

Arrive Greet them with a warm welcome

Ask them to sign the guest registry on your laptop

The seller requests that anyone who wants to see

the house please give their name and contact info

Ice Breakers

Do you live in the neighborhood?

How did you find out about this Open House?

Are you working with an agent?

What size home are you looking for?

Have you seen any homes that you’ve liked?

During the Open

House Have your laptop running a slide show of

comparable homes

Offer copy of comparable homes that you

have personalized with your name, email,

websites etc

Buyer Broker Agreement…just in case you can

sign one up!

Buyer Sale Package

Your attitude dictates your success

Be Positive

Be Helpful

Listen to them and Learn their needs and wants

Provide Premier Service to both the Seller and Buyer

Closing the Open

House Put a note on the door that you’ll be back in xx

minutes

Go to the furthest sign out and pick up signs…often there will be someone looking until the last minute, they’ll follow you…again you’ll be ready!

Return the home in the condition in which you received it.

Closing the Open House (con’t)

Leave a note for the seller

Thanking them for the opportunity

Recap Activity

Day 1 After the Open House Add Contacts to your Real Living Business Center

Contact Manager Contact all guests through whatever means possible

Set the contact up on a campaign Ask for feedback on the home Ask for appointment to qualify and get their

commitment to you Offer to show them properties that fit their needs

Miscellaneous

Thoughts If you are working the open house with another

agent

Have a written agreement on how you will be

handling the public that attends

Referral?

Split Commission?

If one of you brings the buyer?

Miscellaneous

Thoughts Consider yourself as putting on a performance:

A buyer or seller may be evaluating you to be

their agent

People will look for your enthusiasm, confidence,

trust

This is your opportunity to show your Premier

Service Attitude